Episode #223:

Patrick McGuire, Chief Revenue Officer at Kompound, unpacks a trust-first system for scaling sales. He shows how short videos, tailored one-to-one demos, and service-led follow-through turn credibility into revenue, and why involving customer success early keeps wins compounding long after the close.

“I really believe that the secret sauce is trust. It's doing business the way it's supposed to be done. If I can't trust you, we can't do business, it's not going to work, and you're not going to close deals. So, I believe the way to 3, 5, 10x your sales is by gaining trust and sharing and loving and giving excellence to people when you get a chance to. It's that trust funnel.” – Patrick McGuire

Patrick highlights a practical “Trust Funnel” that maps value-first touches to buying intent. He recommends a lightweight video sequence that diagnoses the buyer’s biggest problem, shifts into focused one-to-one sessions, and brings customer success into motion to sustain momentum with the goal of creating a human-centered path to higher win rates, lower CAC, and repeatable growth.

Follow Patrick McGuire on LinkedIn

Follow host Steve MacDonald on LinkedIn

Episode #222:

Stephanie Davis Smith, CMO at The N2 Company, demonstrates how to mitigate channel overwhelm by focusing on areas where execution excels. She explains a six-stage franchise psychology that converts excitement into loyalty. She details budget-efficient content reuse and ROI rigor. She ties it all together with the voice of the customer alignment.

“Get down to the people on the ground and talk to them because they always know what they need. Don’t create too many levels where you lose sight of what’s happening on the ground. That’s where the great decisions and ideas come from.” - Stephanie Davis Smith

Marketers will learn how Stephanie trims channel sprawl, repurposes content for efficient reach, and uses customer psychology to turn early excitement into lasting advocacy. She shows where to double down, when to pause experiments, and how the voice of the customer aligns teams to measurable outcomes that support revenue and retention.

Follow Stephanie Davis Smith on LinkedIn

Follow host Steve MacDonald on LinkedIn

Episode #221:

Amit Shankardass, CMO at VXI Global Solutions, explains why client centricity must guide decisions. He demonstrates how to strike a balance between today’s needs and both near-term and long-term horizons. He explores human biases that block honest listening. He shares practical ways to institutionalize customer voice.

“A customer should be the North Star that guides how we begin to think, process, and evaluate.” - Amit Shankardass

This conversation demonstrates how leaders can anchor decisions within the buyer’s frame, mitigate bias when processing feedback, and foster alignment across sales and marketing. Amit outlines habits that scale trust and revenue, from strategic reviews that anticipate tomorrow’s needs to advisory boards that surface hidden opportunities.

Follow Amit Shankardass on LinkedIn

Follow host Steve MacDonald on LinkedIn